Lead Strategic Enterprise Account Manager

Your role at Dynatrace

Dynatrace exists to make the world's software work perfectly. Our unified observability and security platform combines broad and deep observability, continuous runtime application security, and advanced AIOps to deliver answers and intelligent automation from data. We are seeking a seasoned  Strategic Account Executive to drive growth for Dynatrace across a portfolio of Australia's most strategic financial services accounts. This is a high-impact role focused on developing executive relationships, identifying transformational opportunities, and expanding Dynatrace's footprint across observability, security, business analytics, and AI-powered operations. As a trusted advisor to C-suite and senior technology leaders, you will shape long-term account strategies, navigate complex stakeholder environments, and lead enterprise sales motions that deliver measurable business outcomes. What you will be focusing on

Develop and execute strategic account plans to drive growth and maximize revenue across  Build strong executive relationships with CIOs, CTOs, Heads of Engineering, Reliability, Platform, Security, and Digital Transformation leaders. Identify, create, and close sizeable expansion and transformation opportunities. Position Dynatrace as a strategic partner across observability, cloud modernization, AI adoption, security, automation, and digital experience initiatives. Drive complex enterprise sales cycles from discovery through negotiation and close. Collaborate closely with Sales Engineering, Customer Success, Professional Services, Marketing, Partners, and Executive Leadership teams. Lead account planning, whitespace analysis, pipeline generation, forecasting, and territory strategy. Leverage MEDDPICC and value-based selling methodologies to qualify and advance opportunities. Develop a deep understanding of each customer's business objectives, technology priorities, and transformation initiatives. Maintain accurate forecasting and provide regular business updates to leadership. What will help you succeed

What will help you succeed Required experience

12+ years of enterprise technology sales experience. Proven success managing large enterprise or strategic accounts within Financial Services, Banking, Insurance, or FinTech sectors. Consistent track record of exceeding quota in complex, high-value enterprise sales environments. Demonstrated success selling SaaS, cloud, observability, infrastructure, cybersecurity, DevOps, AIOps, or adjacent enterprise software solutions. Experience engaging and influencing CIO, CTO, CISO, VP, and Board-level stakeholders. Strong account planning, territory management, and executive presentation skills. Ability to navigate long and complex buying cycles involving multiple business and technical stakeholders.

Existing relationships within large Australian banking or financial services organizations. Experience working with hyperscalers and strategic ecosystem partners including AWS, Microsoft Azure, or Google Cloud. Background selling observability, cloud operations, software intelligence, security, or digital transformation solutions. Exposure to enterprise frameworks such as MEDDPICC, Command of the Message, Challenger, or Value Selling.

Own two of Dynatrace's most strategic BFSI accounts in Australia. Influence digital transformation initiatives at some of the country's most sophisticated financial institutions. Partner with executive leaders on cloud, AI, resilience, automation, and security programs. Join a market-leading platform company consistently recognized by analysts and customers. Be part of a high-performing ANZ Strategic Enterprise team focused on long-term growth and customer impact.

What success looks like

Growth of existing ARR and creation of significant new revenue opportunities. Expansion of executive relationships across both accounts